January 20th, 2010
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Synopsis
BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.
See Week 20 in The 29% Solution, “Follow Up Today,” for a networking follow-up report card.
Remember, the best system for following up is the one you’re going to use.
There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.
Leave us a comment to tell us about your experiences with following up.
Brought to you by Networking Now.
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December 2nd, 2009
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Synopsis
Networks are cluster-like. We tend to surround ourselves with people who are like us—but that’s not the most powerful kind of network. The more diverse your network, the more powerful it is. It’s the people who are not like you who can connect you to a completely new “cluster.”
So where do you look for “different people”? They’re all around us. The guy pouring coffee at the baseball stadium could be a retired CNN reporter. Don’t let your judgments about whether someone might be the kind of person who can help you get in the way of striking up a conversation.
Brought to you by Networking Now.
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November 25th, 2009
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Synopsis
Many BNI members have employees, and we almost never think about them as a source of referrals for our businesses. But building a business through word of mouth is everyone’s job. Here are five tips to develop a networking mindset in your staff.
- Include networking in the job description for every employee.
- Establish clear and reasonable expectations.
- Teach your staff how to network effectively for the company—bring them to BNI.
- Motivate your staff to bring referrals to the company through an incentive program.
- Be sure your staff sees you practicing your networking skills.
Brought to you by Networking Now.
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November 18th, 2009
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Synopsis
This week Ed Wallace, author of Business Relationships That Last, joins Dr. Misner to explain that there’s a system to the “soft skill” of relationships. Here are the five rungs on Ed’s ladder:
- Establishing Common Ground
- Displaying Integrity and Trust
- Using Time Purposefully
- Offering Help
- Asking for Help
Dr. Misner sees this ladder as a microcosm of the BNI program. The book is available from Greenleaf, the same publisher that produced The 29% Solution.
Brought to you by Networking Now.
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October 14th, 2009
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Synopsis
A referral relationship is more than just doing business. You need to find common ground on a personal level.
One exercise that can help accomplish this in a BNI chapter is the GAINS Exchange, discussed in Episode 5 of this podcast.
Even though many members are reluctant to do this exercise, it has tremendous results.
Two guys who had barely spoken to each other in their first year in one chapter formed a relationship over their shared interest in soccer and began passing business to each other as a result.
Ivan encourages Priscilla to go back to her BNI chapter and propose a new GAINS Exchange exercise.
See Business by Referral for more on this topic.
Brought to you by Networking Now. Enter “freesixmonths” for a six-month free trial and get access to live teleconferences with Dr. Misner.
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October 7th, 2009
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Synopsis
This week Dr. Misner brings us a great metaphor from a BNI director in South Dakota and a BNI member named Bill:
Networking will never work if you’re here for yourself. You need to take off your bib, put on your apron, and learn to serve other people.
Here are 12 ways to do that.
- Provide referrals.
- Make introductions.
- Arrange a meeting.
- Invite people to meetings.
- Endorse people’s products and services.
- Display their literature in your office.
- Distribute their information.
- Announce their events.
- Nominate people for awards.
- Follow-up on any referrals they give you.
- Serve as a sponsor.
- Publish information.
Brought to you by Networking Now.
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September 2nd, 2009
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Synopsis
Dr. Misner had an experience at a restaurant in Japan that inspired today’s podcast. The waitress and all the patrons greeted every new arrival with “Welcome to the restaurant.”
Shouldn’t a networking group be just as welcoming? If BNI chapters make visitors feel welcome, visitors will return.
Sometimes a BNI group’s members can get so connected that they forget to talk to visitors. If you see that happen, share this podcast with your group.
How does your group make visitors feel welcome? Share your tips here.
Brought to you by Networking Now.
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July 22nd, 2009
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Synopsis
This week Dr. Misner joins us from Bermuda with special guest Richard Swan, the composer who created the BNI Song that’s attracted so much attention in Episode 106 and on YouTube. Richard saw the value of BNI from the time one of his students introduced him to the Tower Hill chapter. His band, Cornucopia, has gotten wonderful gigs through BNI.
Many artists aren’t willing to make the commitment to BNI; they’re too focused on their art and not focused enough on their business. Many musicians are just going to bed at the time Richard gets up to go to his BNI meeting, but networking is just as important to performers and creative people as to anyone else.
The best referrals for Richard’s band are weddings and parties in the UK.
Brought to you by Networking Now.
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Networking Like a Pro
BNI Networking Secrets CD Collection
29% Solution
Masters of Sales
Truth or Delusion? – Audio CD
Masters of Success
The World's Best Known Marketing Secret
Truth or Delusion?
Masters of Networking
It’s in the Cards
Business By Referral
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